Winning the Sale will teach you the processes and skills you need to initiate, control and win accounts by enhancing and leveraging your organisation’s sales capability.  Our alliance partners and instructors, all successful consultants in software, information services, consulting, technology, financial services, health care, telecommunications industries, etc have developed a unique sales methodology designed for breakthrough results.

What You’ll Learn

Our programme is highly interactive, using live opportunities from your own pipeline, and is designed to help sales professionals successfully navigate a complex sales process.

Winning the Complex Sale helps sales professionals establish value early in the sales cycle and teaches techniques for making a connection with customers by matching your capabilities to political, cultural and strategic issues of the client. As a result, your sales team will sell strategic benefits to strategic buyers and operational benefits to operational buyers.

Available in two- or three-day formats, Winning the Complex Sale enables your organisation to develop and implement strategies at every level - enterprise, opportunity and individual - for winning complex engagements.

In the workshop, we’ll show you how to:

• gain greater control of each client and the forecast
• use a common language for managing opportunities—so your approach is consistent throughout the organisation
• qualify prospects and move them to action
• quickly understand a prospect’s decision-making process
• gain political navigation skills to reach the right people in a client company
• effectively allocate resources and use your valuable time more efficiently
• improve customer satisfaction

You’ll leave with these solid tools:

• six keys for de-mystifying and managing the complex sale
• 100 qualifying and coaching questions
• 24 signals that the situation is out of control
• 20 competitive control tactics
• eight enterprise, 18 opportunity and 12 individual strategies
• 50 ways to build influence and power
• 12 ways to navigate the organisation from the bottom up and top down